Business Development Manager

Overview

MAIN PURPOSE OF JOB: Responsible for the management, development and growth of regional key distributor and NHS Cardiometabolic accounts as defined in the country strategic plans. Also to generate new business via local market access initiatives in both the public and private sectors. Working closely with the National Sales Manager this role will work with local government, policy, and decision makers to develop new patient pathways and funding sources, realising national MA initiatives on a local basis. This role will also identify new revenue channels in direct sales to the NHS and private sectors in line with country strategy and ensure the business retains all existing high value prioritised accounts through commercial excellence and strong account management.

Responsibilities

• Key Account Management of priority segmented accounts to retain profitable business and deliver agreed sales and profitability targets
• Work effectively with target accounts to identify opportunities and win new business in high/medium potential areas
• Work through full sales cycle moving customer through sales funnel in a timely manner
• Identify key decision makers & stakeholders across regional procurement areas, patient groups and various corporate channels
• Network effectively to provide business cases and value propositions to ensure positive tender and quote outcomes
• Develop advocates and KOLs for our service and products that are effectively utilised locally and nationally to support business development and growth
• Work cohesively with the National Sales Manager, Marketing, Market Access Manager, to proactively develop offerings & value proposition to be competitive differentiators
• Support implementation and pull through in large project wins to ensure timely and proficient uptake of testing and good future utilisation
• Be responsible for the tendering process for all prioritised accounts on territory
• Organise own time effectively to maximise time in priority accounts, achieve target activity levels and funnel KPI’s in both existing and new business target accounts
• Work effectively with internal teams; Customer Services, CS Support, tech Support and training to maximise and improve the customer experience at every touchpoint
• Conduct account business reviews as required and as per contracted agreement
• Carry out administrative work accurately and on time – including call reporting and sales funnel opportunity logging and updating on SalesForce, METRO & LERN training, expenses and forecasting

General Accountabilities

To comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives of Abbott Rapid Diagnostics. Responsible for health, safety and environmental performance of themselves and others through compliance within EHS programs, OEC, regulations and standards.

Background/Education

Qualifications
Preferred educational background: Degree or higher in Business, Biological Science or related field

Knowledge And Experience

• Min 5 years in POC or medical devices, (preferably diagnostics)
• Good knowledge of managing numerous stakeholders in sales cycles that exceed 9 months
• Business to business sales and distributor experience, and knowledge of the variable buying chains in large organisations
• Market Access on a localised level; understanding various funding routes and patient pathways

Skills

• Competent and established sales person with strong track record of success
• Good networking and relationship building skills
• Excellent negotiation skills
• Fluent in building / constructing compelling business cases including return on investment analysis, tender writing and business proposals
• Understanding of the Italian healthcare system, relevant funding routes and patient pathways. Proficient in dealing with both primary and secondary customers at all levels
• Fluent English speaking

Personal Qualities

• Core team player with competitive nature to exceed expectations in performance and outcomes
• Genuine concern for bigger picture success of the team and business
• Honest and professional at all times
• Ability to juggle business priorities to achieve timelines and required output
• Passion and resolute to improve patient outcomes through early detection of chronic disease

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Hospitals and Health Care